By Herman R. Holtz
He who understands and is aware that he understands is smart; stick to him. -ANCIENT PROVERB in the course of a protracted occupation of public carrier as a central authority procurement and contracting legit, i'm nonetheless shocked to discover mammoth, profitable organisations making an identical error that neophytes in executive contracting mak~. And this is often really actual within the subject of writing proposals, that are the the most important point in so much significant procurement awards. it is actual sufficient, as many suspect, that the large, recognized corporation has anything of an aspect over the smaller, lesser-known corporation com peting for any given govt contract-psychologically, no less than: the common executive executives, even if contracting officers or application managers, are inclined to have a piece extra religion within the skill of the big corporation to hold out this system effectively. All issues being equivalent, then, the large corporation is prone to get the nod. even if, as the huge businesses are good conscious of that, many are inclined to develop into "fat, dumb, and happy"-they try and coast or leisure on their laurels. that's, they get careless approximately creating a robust adequate case for themselves in writing their proposals. And once they lose, frequently to smaller businesses, they're either questioned and outraged. they've got for gotten that every one executive procurement is a competition-usually either technical and value competition-and that the "little man" can win opposed to the "big guy," if he attempts not easy adequate. and particularly if the larger man is a piece careless and doesn't placed out his top attempt.
Read or Download Government Contracts: Proposalmanship and Winning Strategies PDF
Similar Business Culture books
Mary Mitchell, Ms. Demeanor herself, takes you thru Y2K and past with the whole Idiot's consultant to Etiquette, moment version. themes coated comprise presents and e-commerce: are you able to "wrap" an digital present? , telecommuting and the house place of work: the impression on friends and family, and volunteering: the effective line among being mom Theresa and girl Bountiful.
From the founders of the trailblazing software program corporation 37signals, here's a various type of enterprise booklet - person who explores a brand new fact. this present day, a person could be in enterprise. instruments that was once out of succeed in at the moment are simply available. know-how that rate millions is now quite a few kilos or maybe unfastened.
'A 'must-read' for managers; it is a nice advisor for pulling the buyer again into your administration loop. ' — Jerry Vass, writer of sentimental promoting within the not easy international 'Lior Arussy spins a cautionary story for the transition businesses m
American citizens have consistently enjoyed risktakers. just like the Icarus of historical Greek lore, notwithstanding, even the main gifted marketers can overstep their bounds. All too frequently, the very traits that make Icaran executives special-- self-confidence, visionary perception, and severe competitiveness--spur them to take faulty or even unlawful probabilities.
Extra info for Government Contracts: Proposalmanship and Winning Strategies